Director, Global Government Sales, Europe

Requisition Number: 19433

Contract Type: Permanent

Location(s): The Hague, NL Munich (Unterföhring), DE Betzdorf, LU

ROLE DESCRIPTION SUMMARY The vision of SES Space & Defence is to deliver robust network solutions to customers in Government. In this position, you will assess, define and integrate differentiated customer approaches into commercial go-to-market resources at infrastructure and service solutions level and will be responsible for the generation of profitable long-term top-line revenues of your team, increase SES’s market share for Global Government markets in Europe both directly with government agencies as well as with industry and service solutions partners, and be an active contributor to SES’s Doubling-Down on Government (DDoG) initiatives for your team’s zones of activities.

PRIMARY RESPONSIBILITIES

In line with SES’s overall and DDoG strategy, define, lead and execute the Global Government sales plan in Europe to achieve its objectives and to promote revenue, profitability and accretive growth via direct and indirect customer and end-user sales

Design and develop differentiated regional/national go-to-market-strategies, taking into account specific requirements and market dynamics of the various European Nations, the European Commission and NATO as well as their agencies. Lead related business planning efforts and track general planning & execution processes

Undertake, overview and lead the commercial sales activities associated with the European Global Government portfolio of business in effort to achieve annual revenue and cost budgets

Identify, acquire and leverage national and international public and/or private funding in order to facilitate complex project businesses

Lead team efforts of identifying commercial leads and public procurement processes, elaborating client proposals, negotiating offers, executing sales and managing relationships with existing and potential customers, from lobbying to lead generation to fulfilment processes

Lead identification of key areas of demand and creation of prioritised relevant channel partners and relationships with strategic partners, industry solution providers as well as government officials

COMPETENCIES

Understands customer (COM- and especially MIL-) SATCOM needs and demands, capable of identifying and designing solutions to later present and commercialise such to foreign governments, administrations, system integrators together with other SES staff

Capable of effectively leading people and teams, including cross-departmental and cross-entity bid teams

Demonstrates an understanding of the business of customers and end-users

Very forward and driven sales hunter with highly developed negotiation skills also for complex deals, with the ability to effectively design, engineer and make commercial offers, lead negotiations, drive his/her own and the team sales process by personal engagement and in final be responsible for closing related contracts, deals and transactions

Highly developed interpersonal and networking skills, with an ability to establish any kind of high-level business contacts in governmental and defence sector

Excellent communication skills and demonstrated experience in delivering effective sales presentations

Excellent commercial judgment and the ability to operate within a sometimes high pressure environment, or within short timeframes

QUALIFICATIONS & EXPERIENCE

Minimum 15 years’ experience selling/using complex satellite and/or telecommunications services in the aerospace and defence industry and highly knowledgeable in the functioning of Government, defence and institutional organizations, with a demonstrated clear track record for numerical results over the past few years

Demonstrated track record in the following:

developing, and managing, complex solutions using fixed and mobile satellite systems, mobile, tactical networks and technical services in sensitive or high-security environments

government and institutional market development with current portfolio of customers and end-user relationships

developing strategies around new and adjacent markets through direct, and indirect, channel strategies

Demonstrates sound knowledge and detailed understanding of the following:

governmental budget cycles and public procurement rules and techniques

governmental lobbying and advisory methods with high-level contacts into various European Governments and Alliance organisations

Long-term experience managing geographically dispersed capture, sales, marketing and business development teams, with verifiable success and quota achievements

OTHER KEY REQUIREMENTS

Fluency in English; knowledge of other languages (preferably German and/or French) considered as an additional asset

Willingness and ability to travel approximately 25% of the time, including internationally

NATO, EU and respective Nation Security clearance

SES and its Affiliated Companies are committed to providing fair and equal employment opportunities to all. We are an Equal Opportunity employer and will consider all qualified applicants for employment without regard to race, color, religion, gender, pregnancy, sex, sexual orientation, gender identity, national origin, age, genetic information, protected veteran status, disability, or any other basis protected by local, state, or federal law.

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